Question 1

Nicole wants to sell intangible products.She should consider companies in the field(s)of:

Accepted Answer

A) plastic pails. 
B) financial planning. 
C) computer sales. 
D) rubber boots. 
E) furniture. 
A) plastic pails. 
B) financial planning. 
C) computer sales. 
D) rubber boots. 
E) furniture. B

Question 2

In the new economy,the sales person should see themselves as:

Accepted Answer

A) redundant. 
B) a business person. 
C) a problem solver/partner. 
D) a marketing professional. 
E) an information technology expert. 
A) redundant. 
B) a business person. 
C) a problem solver/partner. 
D) a marketing professional. 
E) an information technology expert. C

Question 3

A characteristic of sales jobs is that they are:

Accepted Answer

A) very unethical. 
B) highly visible. 
C) very stressful. 
D) highly deceitful. 
E) highly unskilled. 
A) very unethical. 
B) highly visible. 
C) very stressful. 
D) highly deceitful. 
E) highly unskilled. B

Question 4

Rachel graduated from college.She wants to make an above average income.Rachel should consider a position as a/an:

Accepted Answer

A) retail store manager. 
B) personnel officer. 
C) account representative. 
D) bank management trainee. 
E) marketing researcher. 
A) retail store manager. 
B) personnel officer. 
C) account representative. 
D) bank management trainee. 
E) marketing researcher.

Question 5

Things have changed since Betty joined the sales force.Ten years ago she was virtually alone in the sales cubicles,now she shares her space with five other women and six men.The reason for this could be that:

Accepted Answer

A) more of the buyers are women,so management decided to balance its sales force. 
B) management liked her performance so much they hired more women. 
C) there were additional training grants available to companies that hired women. 
D) with employment laws changing,management decided they had better hire more women. 
E) businesses are finding that gender is not a barrier to success in selling. 
A) more of the buyers are women,so management decided to balance its sales force. 
B) management liked her performance so much they hired more women. 
C) there were additional training grants available to companies that hired women. 
D) with employment laws changing,management decided they had better hire more women. 
E) businesses are finding that gender is not a barrier to success in selling.

Question 6

Raymond LeBlance extensively trains new recruits at Mitron Corp.to develop a personal selling philosophy.He considers the major components of this philosophy to be:

Accepted Answer

A) adoption of the marketing concept,development of a questioning strategy,and memorizing several closing techniques. 
B) valuing personal selling,understand how to make the greatest income under the compensation plan,give exceptionally good after sales service.. 
C) adopt the win-win philosophy. 
D) adopt the marketing concept,become a problem solver for customers,give exceptionally good after-sales service. 
E) adoption of the marketing concept,valuing personal selling,and assuming the role of problem solver or partner. 
A) adoption of the marketing concept,development of a questioning strategy,and memorizing several closing techniques. 
B) valuing personal selling,understand how to make the greatest income under the compensation plan,give exceptionally good after sales service.. 
C) adopt the win-win philosophy. 
D) adopt the marketing concept,become a problem solver for customers,give exceptionally good after-sales service. 
E) adoption of the marketing concept,valuing personal selling,and assuming the role of problem solver or partner.

Question 7

Simon finds that his opportunities for advancement have improved since moving to the sales force due to his:

Accepted Answer

A) above average performance. 
B) high visibility. 
C) readiness to take on new challenges. 
D) optimistic outlook. 
E) sparkling personality. 
A) above average performance. 
B) high visibility. 
C) readiness to take on new challenges. 
D) optimistic outlook. 
E) sparkling personality.

Question 8

Retail products do not provide full-time personal selling opportunities.

Accepted Answer

A) True 
 B)False

Question 9

The most important commodity transacted in the new economy is knowledge.

Accepted Answer

A) True 
 B)False

Question 10

Productive relationships between buyers and sellers are critical in the information age.

Accepted Answer

A) True 
 B)False

Question 11

Sales skills are important in managerial positions in order to:

Accepted Answer

A) hire computer programmers. 
B) understand customer needs better. 
C) develop the marketing strategy. 
D) conduct competitor analysis. 
E) hire secretaries. 
A) hire computer programmers. 
B) understand customer needs better. 
C) develop the marketing strategy. 
D) conduct competitor analysis. 
E) hire secretaries.

Question 12

Buyers today are less accepting of women than men in sales positions.

Accepted Answer

A) True 
 B)False

Question 13

Field salespeople,sales engineers,and detail salespeople are all outside salespeople who interact face to face with customers.

Accepted Answer

A) True 
 B)False

Question 14

People who perform stunts such as ride a bicycle for 40 hours non-stop or participate in hot-dog eating contests are seeking:

Accepted Answer

A) personal rewards. 
B) higher self-esteem. 
C) social approval. 
D) financial rewards. 
E) psychological rewards. 
A) personal rewards. 
B) higher self-esteem. 
C) social approval. 
D) financial rewards. 
E) psychological rewards.

Question 15

In the new economy,personal selling is becoming less important due to the advent of the computer and the internet.

Accepted Answer

A) True 
 B)False

Question 16

Faced with increased competition,a growing number of accounting,engineering,and law firms are discovering the merits of personal selling as an auxiliary activity.

Accepted Answer

A) True 
 B)False

Question 17

The convention center sales managers,investment securities broker,and real estate salesperson all have one thing in common.They sell a ________ .

Accepted Answer

The answer of The convention center sales managers,investment securities broker,and...

Question 18

Psychic income in selling refers to which one of the following?

Accepted Answer

A) the opportunity to be a member of the sales team 
B) high commissions due to successful "intuitive" selling 
C) satisfaction of being on a commission payment plan 
D) imagining just how great it will be to make $55 000 per year 
E) job recognition afforded sales personnel 
A) the opportunity to be a member of the sales team 
B) high commissions due to successful "intuitive" selling 
C) satisfaction of being on a commission payment plan 
D) imagining just how great it will be to make $55 000 per year 
E) job recognition afforded sales personnel

Question 19

Explain why personal selling skills are necessary for knowledge workers such as management personnel,professionals,entrepreneurs and customer service representatives.

Accepted Answer

a.Management personnel: are often involv

Question 20

The primary difference between an inside and an outside salesperson is:

Accepted Answer

A) they handle new accounts. 
B) the outside salesperson interacts with potential customers on a face-to-face basis. 
C) there is no difference between them. 
D) the amount of financial compensation the outside salesperson gets. 
E) inside salesperson's main role is to generate customer goodwill. 
A) they handle new accounts. 
B) the outside salesperson interacts with potential customers on a face-to-face basis. 
C) there is no difference between them. 
D) the amount of financial compensation the outside salesperson gets. 
E) inside salesperson's main role is to generate customer goodwill.

Nicole wants to sell intangible products.She should consider companies in the field(s)of:

In the new economy,the sales person should see themselves as:

A characteristic of sales jobs is that they are:

Rachel graduated from college.She wants to make an above average income.Rachel should consider a position as a/an:

Things have changed since Betty joined the sales force.Ten years ago she was virtually alone in the sales cubicles,now she shares her space with five other women and six men.The reason for this could be that:

Raymond LeBlance extensively trains new recruits at Mitron Corp.to develop a personal selling philosophy.He considers the major components of this philosophy to be:

Simon finds that his opportunities for advancement have improved since moving to the sales force due to his:

Retail products do not provide full-time personal selling opportunities.

The most important commodity transacted in the new economy is knowledge.

Productive relationships between buyers and sellers are critical in the information age.

Sales skills are important in managerial positions in order to:

Buyers today are less accepting of women than men in sales positions.

Field salespeople,sales engineers,and detail salespeople are all outside salespeople who interact face to face with customers.

People who perform stunts such as ride a bicycle for 40 hours non-stop or participate in hot-dog eating contests are seeking:

In the new economy,personal selling is becoming less important due to the advent of the computer and the internet.

Faced with increased competition,a growing number of accounting,engineering,and law firms are discovering the merits of personal selling as an auxiliary activity.

The convention center sales managers,investment securities broker,and real estate salesperson all have one thing in common.They sell a ________ .

Psychic income in selling refers to which one of the following?

Explain why personal selling skills are necessary for knowledge workers such as management personnel,professionals,entrepreneurs and customer service representatives.

The primary difference between an inside and an outside salesperson is:

Evolution of Selling Models That Complement the Marketing Concept

Creating Value With a Relationship Strategy

Communication Styles: a Key to Adaptive Selling Today

Ethics: the Foundation for Relationships in Selling

Creating Product Solutions

Product-Selling Strategies That Add Value

The Buying Process and Buyer Behaviour

Developing and Qualifying a Prospect Base

Approaching the Customer With Adaptive Selling

Determining Customer Needs With a Consultative Questioning Strategy

Creating Value With the Consultative Presentation

Negotiating Buyer Concerns

Adapting the Close and Confirming the Partnership

Servicing the Sale and Building the Partnership

Opportunity Management: the Key to Greater Sales Productivity

Management of the Sales Force

Filters

Exam 1: Relationship Selling Opportunities in the Information Economy

Nicole wants to sell intangible products.She should consider companies in the field(s)of:

In the new economy,the sales person should see themselves as:

A characteristic of sales jobs is that they are:

Rachel graduated from college.She wants to make an above average income.Rachel should consider a position as a/an:

Things have changed since Betty joined the sales force.Ten years ago she was virtually alone in the sales cubicles,now she shares her space with five other women and six men.The reason for this could be that:

Raymond LeBlance extensively trains new recruits at Mitron Corp.to develop a personal selling philosophy.He considers the major components of this philosophy to be:

Simon finds that his opportunities for advancement have improved since moving to the sales force due to his:

Retail products do not provide full-time personal selling opportunities.

The most important commodity transacted in the new economy is knowledge.

Productive relationships between buyers and sellers are critical in the information age.

Sales skills are important in managerial positions in order to:

Buyers today are less accepting of women than men in sales positions.

Field salespeople,sales engineers,and detail salespeople are all outside salespeople who interact face to face with customers.

People who perform stunts such as ride a bicycle for 40 hours non-stop or participate in hot-dog eating contests are seeking:

In the new economy,personal selling is becoming less important due to the advent of the computer and the internet.

Faced with increased competition,a growing number of accounting,engineering,and law firms are discovering the merits of personal selling as an auxiliary activity.

The convention center sales managers,investment securities broker,and real estate salesperson all have one thing in common.They sell a ________ .

Psychic income in selling refers to which one of the following?

Explain why personal selling skills are necessary for knowledge workers such as management personnel,professionals,entrepreneurs and customer service representatives.

The primary difference between an inside and an outside salesperson is:

Evolution of Selling Models That Complement the Marketing Concept

Creating Value With a Relationship Strategy

Communication Styles: a Key to Adaptive Selling Today

Ethics: the Foundation for Relationships in Selling

Creating Product Solutions

Product-Selling Strategies That Add Value

The Buying Process and Buyer Behaviour

Developing and Qualifying a Prospect Base

Approaching the Customer With Adaptive Selling

Determining Customer Needs With a Consultative Questioning Strategy

Creating Value With the Consultative Presentation

Negotiating Buyer Concerns

Adapting the Close and Confirming the Partnership

Servicing the Sale and Building the Partnership

Opportunity Management: the Key to Greater Sales Productivity

Management of the Sales Force

Filters